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According to Barry (1999:100) differentiated affect projects "a more specific
and intense emotional response to some particular event or stimuli" as in cell C where
emotional experience is displayed under deep acting and in cell D where the emotion
that is expressed has never been experienced, but is make believe as when a negotiator
might express surprise at his opponent's offer, when in fact he was expecting it. Any
skilled negotiator can use these displays ofemotions.
A
Deep acting
~ 1100dchange
Undifferentiated~
Surface acting
B
Impression
11anagement
Affect type
Differentiated
C
Emotional
experience
D
On demand
emotional
expression
Fighure 14: Forms of Premeditated Affective Display adapted from Barry 1999:101
In his study of emotion management tactics in negotiation especially in surface
acting or "on demand emotional expression" Barry (1999: 10 I) looked
at how
individuals judge the appropriateness or "ethical propriety" of the use of emotion
management tactics, and the efficacy or ability to use those tactics successfully. Among
others he found that women express their emotions more than men and in a variety of
ways "including physiological measures, self reports of expression, and observer
ratings of nonverbal behaviour" (Barry 1999:104) and that the appropriateness and
efficacy regarding emotion management are viewed differently by both men and
women.
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